Manager, Business Development Representative (North America)

Cognite; Phoenix (AZ); On-site; USD 110,000 - 150,000; Full time

Job summary

Cognite is seeking a passionate SDR Manager to lead and develop a growing outbound team in the US. This player-coach role focuses on refining outbound prospecting, coaching reps, and driving pipeline growth.

You'll guide SDRs, monitor KPI performance, and partner with sales and marketing to align messaging while enabling team success through structured onboarding and ongoing enablement.

Qualifications

• 2-3 years as an SDR Manager or similar in B2B SaaS with outbound focus.
• Experience mentoring SDRs and driving pipeline growth.
• Proven ability to coach using data and dashboards.

Responsibilities

• Manage, mentor, and motivate SDRs responsible for outbound pipeline.
• Monitor SDR KPIs, identify gaps, and implement improvements.
• Mentor on cold calling, email sequencing, and social prospecting.
• Align messaging and campaigns with sales and marketing.
• Lead onboarding and enablement plans for the team.
• Track performance metrics using Salesforce and ENG tools; report to leadership.
• Engage with leads to demonstrate best practices and hit targets.

Skills

Outbound prospecting

Data-driven

Team leadership

Sales coaching

Communication skills

CRM expertise

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

Zoominfo

Job description

What Cognite is: Relentless to achieve

Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.

Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.

How you’ll demonstrate Ownership

About The Marketing Team

At Cognite, the Marketing team drives awareness, engagement, and pipeline growth for our industrial software solutions. Comprising experts in digital marketing, content, product marketing, events, communications, and demand generation, we work to communicate Cognite's value, develop strategic campaigns, and build brand recognition. Our primary focus is to inspire and educate the market, generating high-quality leads that fuel the sales pipeline. We continuously refine our strategies, collaborate closely, and push ourselves to achieve excellence.

Overview Of The SDR Manager Role

We’re seeking a passionate and experienced Sales Development Team Manager to oversee and drive performance for a growing SDR team. This player-coach role is an excellent opportunity for a high-performing individual contributor looking to step into team leadership or for a current SDR leader ready to make an impact at a fast moving company. As a manager, you'll lead the day-to-day operations of the SDR function in the US, helping refine outreach strategy, improve execution, and support reps in hitting and exceeding pipeline targets. The ideal candidate has SDR manager experience, highly motivated, data-driven, collaborative, and passionate about developing others. You should have a strong understanding of outbound prospecting strategies and are comfortable with fast iteration, and thrive in a performance-based environment.

• Manage, mentor, and motivate a team of SDRs responsible for outbound pipeline generation for the commercial segment.
• Monitor key SDR KPIs (e.g., activities, meetings booked, opportunities created), identify gaps, and implement performance improvement plans as needed
• Support SDRs in optimizing cold calling, email sequencing, and social prospecting to improve engagement and conversion rates.
• Partner with sales and marketing to align on messaging, and campaign strategy.
• Lead onboarding for new SDRs and build continuous enablement plans to ensure team success.
• Track and analyze team performance metrics using Salesforce and sales engagement tools; present insights and progress to leadership
• Help prospect and engage directly with leads to demonstrate best practices and contribute to team goals.

The Impact you bring to Cognite

• 2 - 3 years of experience as an SDR Manager or in a similar role within a B2B SaaS environment, ideally focused on outbound prospecting
• Previous experience mentoring or managing SDRs is highly preferred
• Strong track record of hitting or exceeding pipeline generation targets
• Skilled in outbound sales prospecting
• Proficient in Salesforce and familiar with sales engagement platforms (e.g., Outreach, LinkedIn Sales Navigator, and Zoominfo)
• Comfortable using data to coach performance and inform decisions
• Excellent communication, listening, and interpersonal skills
• Motivated by team success, personal development, and high standards

Learn More About Us

• Impact 2025
• Cognite's Industrial AI: Moonshot
• We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment.